Commercial Cards Senior Sales Manager - HSBC - New York, New York - EXPIRED
Posted on: 03-05-2020 in New York, New York
This is an archive of an expired job.
Job Information:
Company: HSBC
North America-United States-New York-New York
The Commercial Card Senior Sales Manager will maintain and
enhance existing revenue streams and develop new revenue streams by identifying
and selling innovative payments solutions (corporate travel, purchasing, virtual cards
for B2B payments) by identifying and building new business opportunities,
thus maximizing commercial profitability and relationship depth.
This will include contributing to the pricing, reviewing and negotiating the
full range of cash management services together with effecting any cost
reduction initiatives required by the Group:
- To be recognized as a Commercial
Card specialist with an ability to display competent knowledge of
relevant products and services with the jobholders area of responsibility.
- To act as a lead sales representative on opportunities
with key clients and/or deals
- Consistently role model the Sales Manager competencies;
providing guidance and coaching to other sales managers and team members
where necessary.
- To achieve income for the Group by originating leads,
building and maintaining relationships with new and existing clients in
order to identify and sell innovative cash and clearing management
solutions to a sector of HSBC's clients.
- Responsibility for pricing, reviewing and negotiating the full
range of card solution services for the clients, together with
effecting any cost reduction initiatives required by the HSBC Group. The
jobholder is ultimately responsible for new sales revenue and the retention and
growth of existing clients and income aligned to a portfolio within the sector.
Impact
on the Business
- Manage a client card
solution in order to maintain existing and generate new income for
the business
- Manage costs within plan and to keep losses to a
minimum
- Undertake sector/portfolio planning and client
monitoring/contact
- Maintain close liaison with key stakeholders so as to
provide input into the strategic direction of the business, the
functionality and launch of new products and services.
- Actively contribute to the GLCM pipeline and keeping it
accurate and up-to-date
- To remain up-to-date with product knowledge etc through
attendance at presentations, training, reviewing intranet/internet etc.
- Generate referrals for other Global Businesses, e.g.
Private Banking, GBM, RBWM, as appropriate.
- Keep abreast of external factors influencing
international business e.g. economic, cultural, geographical, procedural
and regulatory requirements.
- Execute a robust sales plan to target key customers
including effective closure of pipeline deals to capture revenue
- Build and maintain close relationships with clients.
Act on feedback from market surveys, client engagement programmes etc
- Support development, direction and delivery of
strategic initiatives through
Customers
/ Stakeholders
- To broaden and deepen client relationships
- Work with relevant key stakeholders to ensure a
positive client experience including excellent service and implementation
- Develop an appropriate calling plan to efficiently and
effectively achieve goals and objectives. Through consultative selling,
design and implement workable, innovative solutions for customers
individual needs plus generate and receive quality referrals for/from
other parts of the Group.
- Where appropriate undertake professional presentations
etc to customers in support of potential opportunities portraying HSBC in
the best possible light against a backdrop of competition from local,
regional and/or global banks.
- Maintain and enhance the image of HSBC through the
planning and execution of conferences, industry sector days, internal
& external client road shows, active participation in industry
associations and other such suitable events.
- Maintain close liaison with intra country, intra region
and cross regional colleagues/stakeholders so as to provide input into the
strategic direction of Sales, Product and Client Management functions and
to the overall direction of GLCM regional and global business.
- Develop and maintain relationships with key clients
including a robust coverage programme
- Be an ambassador for HSBC and develop the bank’s
profile in the local ‘International Business’ community.
- Work in partnership with colleagues across the HSBC
network to deliver exceptional standards and quality of service
- Ensure fairness in all aspects of strategy, product
design & delivery, customer literature & correspondence, financial
promotions, administration and complaint handling.
- Participate in internal and external business events,
road shows and seminars as required by the business.
Leadership
& Teamwork
- Enhance and nurture strong business relations. Set an
example by supporting and motivating colleagues within the team.
- Enhance the teams’ productivity and sustain a high
quality client-centric service culture.
- To manage own performance and self-development.
- To keep line management informed of progress/major
obstacles towards progress on sales targets.
- Support HSBC Business Banking Bank Relationship
Managers
- Fostering a sales culture throughout the Team.
- Input into setting of annual objectives and monitoring
own performance and success.
- Fostering a sales culture throughout the Team.
- Input into setting of annual objectives and monitoring
own performance and success.
- Ensure the facilities are structured to minimize risk
whilst optimizing income.
- By assisting them with their own marketing initiatives,
including visiting prospective clients.
Operational
Effectiveness & Control
- Ensure compliance monitoring is in place to meet
regulatory requirements.
- Ensure all requests for operational losses/refunds,
travel, out of plan expenditure, events etc. are appropriately and
correctly authorized.
- Complete all sales activity documentation to support
implementation as well as provide a record for performance tracking and
supporting future sales efforts
- To continually assess the sales processes to identify
improvements and efficiencies. Optimizing time within the sales
environment.
- Respond within agreed timelines to issues raised by
audit and external regulators.
- Resolve any/all identified issues promptly, and
escalate concerns to management as appropriate to ensure timely awareness
of any material concerns.
- Maintain and observe all HSBC control standards and
implement and observe the Group Compliance Policy, including the timely
implementation of recommendations made by internal/external auditors and
external regulators.
- Maintain awareness of operational risk and minimize the
likelihood of it occurring including its identification, assessment,
mitigation and control, loss identification and reporting.
- Protect sensitive customer and bank information by
ensuring documents, computers, files, and all confidential matters are
appropriately handled as set forth by policy.
- Compliance with and management of sales suitability
risks and requirements
- Ensure all completed sales and prospecting activity
documentation is appropriately completed, approved and stored to provide
performance tracking, targeted future sales efforts and compliance with
sales and transactional suitability guidelines and requirements
- To implement the Group compliance policy locally by
containing compliance risk in liaison with the Head of Group Compliance,
Global Business Compliance Officer, Area Compliance Officer or Local
Compliance Officer, ensuring adequate compliance resources and training,
fostering a compliance culture and optimizing relations with regulators.
- Complete other responsibilities, as assigned.
Major
Challenges
- Managing multiple time sensitive tasks
- The job holder needs to constantly evaluate and
understand
- Customer banking practices and trends in the market
- The financial/accounting/reconciliation and cash
management systems and techniques employed
- The competitive market place.
- Adapting to a fast pace work environment and
continually changing lines of communication, technological advances etc.
the skills of the job holder is to keep close to the customer
requirements.
Role
Context
- Operates within Payments and Cash Management (GLCM)
Sales, working with HSBC Group's CMB Large Corporate / Mid Market, GBM customers in providing and
supporting the full range of working capital
solutions cash management and Trade related products and
solutions. GLCM is a provider of choice to clients doing business both
domestically and internationally.
- The role holder must have a thorough understanding of
the cash management business and be able to take a long-term view of
expected changes in the market place to ensure HSBC remains at the
forefront.
- The competitive environment is intense but where we
differ and/or offer competitive advantages are
- Provision of high quality banking services to our
target clients
- Strong international image amongst customers and
non-customers
- HSBC aims to become a clear banking market leader for
international business
- HSBC has a unique global footprint
- The jobholder is expected to meet clients and forge
strong relations. To look for new opportunities, expand on the existing
portfolio, increase wallet share and generally ensure the performance of
the client. The role holder has to also ensure client satisfaction
including identifying and dealing with actual or potential business or
relationship risks
- To drive fee income and deposit revenue and GLCM sales
activities
- The jobholder works closely within HSBC with CMB and GBM Large Corporate / Mid-Market Sector
Relationship Managers, Product and Client Implementation/Management.
External contact includes Finance Directors, Treasury Managers, Cash
Managers, Operational Departments and numerous third parties.
Management
of Risk
- Ensure compliance, operational risk controls in
accordance with HSBC or regulatory standards and policies; and optimize
relations with regulators by addressing any issues., The physical
demands/work environment described above are representative of those that
must be met by an employee to successfully perform the essential duties of
the job. Reasonable accommodations may be made to enable individuals with
disabilities to perform essential duties.
- Physical Demands/Work Environment: Very good working
conditions. Little or no physical demands. Minimal handling of light
materials.The physical demands/work environment described above are
representative of those that must be met by an employee to successfully
perform the essential duties of the job. Reasonable accommodations may be
made to enable individuals with disabilities to perform essential duties.
- The jobholder will ensure the fair treatment of our
customers is at the heart of everything we do, both personally and as an
organization.
- The jobholder will also continually reassess the
operational risks associated with the role and inherent in the business,
taking account of changing economic or market conditions, legal and
regulatory requirements, operating procedures and practices, management
restructurings, and the impact of new technology. Additionally they will
ensure they effectively manage sales suitability, money laundering,
counter terrorist financing, fraud, and reputational risk.
- This will be achieved by ensuring all actions take
account of the likelihood of operational risk occurring. Also by
addressing any areas of concern in conjunction with line management and/or
the appropriate department.
Observation
of Internal Controls
- Maintains HSBC internal control standards, including
timely implementation of internal and external audit points together with
any issues raised by external regulators.
- The jobholder will ensure the fair treatment of our
customers is at the heart of everything we do, both personally and as an
organization.
- The jobholder will also continually reassess the
operational risks associated with the role and inherent in the business,
taking account of changing economic or market conditions, legal and
regulatory requirements, operating procedures and practices, management
restructurings, and the impact of new technology. Additionally they will
ensure they effectively manage sales suitability, money laundering,
counter terrorist financing, fraud, and reputational risk.
- This will be achieved by ensuring all actions take
account of the likelihood of operational risk occurring. Also by
addressing any areas of concern in conjunction with line management and/or
the appropriate department.
- Strong knowledge of local and regional cash management
and clearing services, products and techniques.
- Proven Sales Record
- Relationship Management experience at multiple levels
plus a proven sales record
- Proven ability in identifying and meeting customer
needs through matching a broad range of products and services
- Strong credit assessment skills, particularly with
regard to more complex and structured facilities with an international
dimension
- Proven ability to deliver creative and flexible
customer solutions.
- Ability to understand a customers business and the
fundamentals of running a business
- Good level of business acumen and commercial awareness,
including economic, cultural, procedural and regulatory issues
- Excellent interpersonal skills and ability to interact
and build relationships with internal and external stakeholders
- Excellent time management, planning and organization
skills
- Excellent range of communication skills, including
written, verbal, and the ability to deliver compelling presentations
- Strong analytical and selling skills
- A good understanding of the market & market trends,
competitive environment and regulatory environment
- Minimun 10 years relevant experience
- Bachelor’s Degree Required
Desirable
- Knowledge of global cash management
- Experience of working in an International Global
Banking environment
- Knowledge of Treasury Foreign Exchange
- Broad based knowledge of HSBC Group companies and
product ranges
- Knowledge of day to day workings of a Corporate
Treasury environment, foreign exchange and payments.
- Broad knowledge of HSBC Group companies and product
ranges
- Association of Corporate Treasurers International
Certificate in Cash Management
- Association of the Chartered Institute of Bankers,
Certified Treasury Professional or other recognized professional
qualification
- Comprehensive knowledge of
the HSBC Group's inter/intra clearing systems
EEO/AA/Minorities/Women/Disability/Veterans
If you would like to notify the Diversity Recruitment team of your application or if you are simply interested in learning about opportunities at HSBC, please email
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